Much like how you would warm up before a workout session, you should prep for success before making a sales call. Knowing certain things before calling a prospect will give you leverage during the sales call. If you have the right tools, this important prep needn’t take much time at all. To help you …
Here is a 6-step sales call checklist which you can do in 60 seconds:
1. Confirm your CRM contact data
Being armed with the correct information for the lead’s address, website, hours of operation and phone number will make for a smooth call from the outset. If anything is incorrect, you can quickly update it.
2. Review your lead’s background information
Knowing the particulars like the lead’s industry, revenues and employee size will show that you did your homework. From their perspective, this shows you are paying attention to them, and they’re not just another number on your call list.
3. Familiarize yourself with the prospect’s neighborhood
It’s important to know the local area so you can make a connection during the call. Mentioning other clients you serve in the area can be an icebreaker and an opening for you to show why you deserve their business. Valgen’s ProsperVue app for Salesforce is designed to deliver this geographic info to you visually.
4. Research the person you are calling on LinkedIn
If he or she is connected to contacts in your LinkedIn network, or shares similar groups or business interests, you can mention it on the call.
5. Find local accounts that are similar to your lead
Being able to talk about other clients you serve in their region that are similar can indicate how you can also help them.
6. Reference similar products or services purchased by nearby customers
Having knowledge about which customers have similar pain points (and thus purchased the product or service you are selling) is a great way to help your prospect visualize how your solution will be a fit.
These steps can be accomplished quickly with our ProsperVue app for Salesforce, which provides a local map and links to the above information for leads, opportunities and accounts. Several of our customers have told us about how the app helps inside sales reps to do fast basic research before each call, helping them feel more prepared.
If you have other tips that are useful, share them in the comments and let’s have a discussion. We’d like to hear how you go about your pre-call checklist, and what’s been working for you.